Our most successful customers unlock the full potential of Lead Forensics by integrating it seamlessly with their CRM. This automation enriches known leads with real-time visitor data, streamlines workflows like lead assignment and task creation, and eliminates manual input. The result? Smarter processes, faster engagement, and stronger sales performance.
If you have the necessary privileges, you can click the link here to connect your Lead Forensics account to your Salesforce CRM; otherwise, copy the link and send it to your Salesforce administrator, who can follow the on-screen prompts to complete the authentication.
Once you have connected your Lead Forensics account to Salesforce, you are ready to begin mapping data and building workflows.
First, choose whether you want to create leads or accounts when new records are pushed through the integration.
You’ll also need to define which Salesforce user will be assigned any manually pushed new records within your CRM.
The mapping of data between the two platforms is set up by default, however, if you’d like to add, edit or remove any field mapping, you can do that here by selecting which property of data from Lead Forensics should be populated into a field within Salesforce. For this example, I will map the Street from Lead Forensics into the Street property within Salesforce. Please note that some properties are locked, and therefore cannot be edited or removed.
To accurately track the success of your workflows and monitor how Lead Forensics performs, the integration needs to leave a footprint on the Account and Lead objects that we match against. This field can then serve as the foundation for reports created in Salesforce to track integration activity. To achieve this, a new checkbox field will need to be created by your CRM admin or a user with admin permissions. To set this up, please follow the instructions on your integration welcome pack or search for Salesforce tracking integration success in the customer community here..
Once you have completed your mapping, you are ready to start building your first workflows.
To do this, navigate to the workflows tab and click “add new workflow”.
Give the workflow a clear and descriptive name for the type of data you’d like to be passed through. The name of your workflow will be used in the Activity Report.
Then, add a description of the workflow to make it easy for other users to know the purpose of this flow.
You now have two options;
- The first is new businesses, these are the rules and workflows for creating net new records that do not already exist in your CRM.
- The other option is businesses already in Salesforce, and this is for creating workflows that seek existing records to append and perform actions against.
To start with, we will create a workflow for new businesses.
The next step is to define which types of businesses you wish to create within your CRM.
Switching from All, to filtered, opens the workflow steps. Here, you can define which attributes of your visiting businesses you want to pass through the workflow.
With workflows, you can utilize grouping as part of your filtering options. Grouping allows you to create a secondary set of filters for your workflow, expanding the types of visits you want to pass through the integration. The grouping can be set as an "and/or" function using this toggle.
For example, You might want to include visits that are in the construction industry, and exclude under 500 employees.
This setup means that any visit in manufacturing with greater than 100 employees will pass through the workflow. Additionally, visits in construction with greater than 500 employees, will also pass through the workflow. This extensive filtering allows you to specify precisely the types of visits you want to send to your CRM.
Once you have defined your business attributes, you may also add visitor behaviour elements to the workflow. For example, you might want businesses that have viewed more than 2 pages, or spent more than 30 seconds on the website. You can change the And/Or functions for any part of the workflow using the toggle.
Once you have completed any behavioural filters, you can choose to assign the record to any specific user within your Salesforce CRM, or assign the records to a queue, choosing which user or queue to be used…
You may also create a task. You can set the subject, priority, description and time frame for the task. Finally, you can enable notifications. You may use scheduled summary reports and immediate notifications.
After your workflow is set up, use the toggle to enable or disable it, then click save workflow. If you’re not ready to activate it, leave the toggle off before saving. Workflow activation or deactivation can be managed at any time.
To create a workflow for businesses already in Salesforce, choose if you want to lookup existing leads or accounts within Salesforce.
You may look up all existing accounts or enable filters.
Like the new business workflow, you may create filters based on the business attributes and visit behaviours. For this example, you may want to include all existing customers that have viewed a page on our website that contains the word integration in the URL.
Once you are satisfied with this workflow, click save workflow.
Once you have created your workflows, you may arrange the order of the flows. We recommend any existing record workflows are at the top and any new lead workflows are at the bottom. When a business is tracked on your website, the process will flow through the top workflow and then move to the next and so on until it meets the criteria for a workflow, at which point it will not continue to the next, or it does not meet any workflow, where nothing will happen.
Ordering your flows in this way will mitigate any potential duplication of company records. You may enable or disable, copy, edit, or delete any workflows you have created. Expanding the workflow provides further details, including when it was last edited and the description that was included.
To view the data that is passing through your workflows, navigate to reports > Activity Report.